Tải bản đầy đủ

Tài liệu Cạnh tranh thông qua 3 nguyên tắc giá trị căn bản – Sự mong đợi từ phía khách hàng. HP Financial Services. Competing Through 3 Value Disciplines – A Customer’s Perspective docx

© 2005 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
HP Financial Services
Competing Through 3
Value Disciplines – A
Customer’s Perspective
Eng Chuan PUAY
Director of Enterprise Sales
Southeast Asia Region
May 2006
HP Confidential
Copyright © 2003 HP corporate presentation. All rights reserved. 2
HP in Asia Pacific & J apan
Korea
1984
J apan
1963
China
1985
Taiwan
1970

Hong Kong
1979
New Zealand
1967
Australia
1967
APJ
HQ
Singapore, 1970
India
1989
Asia emerging countries

Pakistan Brunei

Bangladesh Nepal

Sri Lanka Maldives

Cambodia Laos
Asia Pacific & J apan

40,000 employees

157 offices

640 service centers

26 solution centers

10 manufacturing sites

6 R&D locations

3 HP Labs facilities

40,000 enterprise & commercial
channel partners
Southeast Asia

Philippines 1995

Thailand 1989

Vietnam 1996

Malaysia 1972

Indonesia 1996
3
KOREA
SOUTH
PACIFIC
CHINA
SOUTH
EAST
ASIA
INDIA
HP Key Customers:
INDIA
Bank Of India –
Comprehens ive Outs ourc ing
SBI – Infras truc ture &
Outs o urcing
Bank Of Baro da – IT
trans formatio n
UCO Bank – Core banking
replac ement
KOREA
Korea Deve lopment Bank -
international rollo ut
Kookmin Bank – CRM, Debt Mgmt
Sys tem
Shinhan Bank, Wo ori Bank, KRX
CHINA
Bank of Shanghai
China Life – DCC
HuaXia Commercial Bank
China Cons truction Bank – Front-end
S ys te ms , S o ftware So lutions
S hanghai Pudo ng De velopme nt Bank –
Ris k Manag ement
Others : Shenzhen Stock Exc hang es ,
Agric ulture Bank Of China, PICC,
Ping An Ins urance, China Banking
Regulato ry Commis s ion, Bank of
Communications and others
OTHERS
Citic Ka Wah Bank
Bank Mandiri
Bank Central As ia
Singapore S tock Exchange
Citibank in As ia Pacific
ING in As ia Pac ific
4
Global Trends in Banking Services
1. Cost increase

Ageing technology

More sophisticated products requires newer systems

Serving new market requires better infrastructure
2. Extending new capabilities

Difficulty to keep up with new market or products

Shorter time-to-market due to greater competition

Limited system functionalities and resources to support business needs
3. Back office consolidation

Back office hubs in Asia to take advantage of lower cost of labour

Better technology infrastructure in Asia conducive for global consolidation
5
Global Trends in Banking Services
5. Merger and acquisition

Industry consolidation for economies of scale

Market liberalization weeds out weaker players

Global economy through WTO
6. Outsourcing of non-core business

Global banks are outsourcing back office operation to Asia

Asia banks are outsourcing non core activities

Variable cost versus fixed cost model
Copyright © 2003 HP corporate presentation. All rights reserved. 6
Impetus for Change – Value
Competition

Banks today compete by focusing on 3 value
disciplines
1. Customer Intimacy
2. Product differentiation
3. Cost leadership
Customer Intimacy

Single view of a
customer

Customer
segmentation

Relationship
management
PUSH PULL
Product differentiation

Structure products for
retail customer

Broader product
portfolio

Electronic invoice
presentment and payment
Value discipline
Cost leadership

Teller productivity

Backoffice hubbing

Technology innovation
Copyright © 2003 HP corporate presentation. All rights reserved. 7
Winning on Customer Intimacy
1. More granular customer segments

Citibank bank – Citigold banking

Standard Chartered Bank – Priority banking

Lady credit card, platinium credit cards
3. Better infrastructure

Internet banking/wireless banking

Improved call centre

Back office consolidation
2. Cosy modern branch layout

Coffee in a branch – Starbuck

Branch Investment officer

Wireless technology
IT Implication : Embark on CRM related project such Datawarehouse/BI,
Customer segmentation, core and branch system upgrade, IP call centres etc
Copyright © 2003 HP corporate presentation. All rights reserved. 8
Winning on Product Innovation
1. More sophisticated retail products

Investment link savings account – structured product

Home loan Savings account

Asian wide debit cards

Product transfer from foreign banks
3. Better infrastructure

Electronic Invoice
Presentment and Payment

Global execution
2. Very niche products for high net worth

Highly specialised private banks

Non-investment grade bond specialist

Even broader product portfolio
IT Implication : Embark on new treasury systems, EIPP portals, enterprise wide
systems integration, functionality enhancement to support new products etc
Copyright © 2003 HP corporate presentation. All rights reserved. 9
Winning on Cost Leadership
1. Consolidation of call centres

Regional and global call centre

Outsourcing of call centre services

Call centre technology upgrade
2. Better infrastructure

Measurement on cost to serve

Branch network rationalization

IT selective outsourcing
3. Consolidation of back office operation

Relocating back office to Asian countries

Tax incentives from local government
IT Implication : Embark on IP call centres, global network re-design, business
process automation, IT outsourcing etc
Copyright © 2003 HP corporate presentation. All rights reserved. 10
Are Asian Banks rising to the
challenge?

What is your core competency?

Where is your market segment?

What is your value proposition?
Cus tome r Intimac y
C
o
s
t

L
e
a
d
e
r
s
h
i
p
Product Innovation
A co uple of cas e s tudy
11
Bank of Baroda - End-to-End
Transformation

Realignment of business processes
through leveraging of IT
implementation

Provide domestic and international
customers and partners with world-
class products and services 24x7

Provide customers with a One
View, anytime, anywhere access
capability

Compliance with regulatory
requirements

Unification of disparate systems

Increase process and employee
productivity

Robust, scalable network and
infrastructure
Business needs Business benefits
HP solution
The HP difference

Comprehensive solutions offering including next generation Core Banking solutions and
Openbank to drive fundamental change within the bank for competitive advantage

Domain experience and track record of expertise in integrating and managing
large projects for timely and cost effective deployment of applications

Strong alliance with leading ISVs on a global and regional basis
Technology enabled business
transformation through:

Deliver unified portal based IT
infrastructure for domestic and
international operations

Integrate and deploy over 40
leading ISV applications, including
core banking solution

Implementation and management of
enterprise-wide SOA for multi-
channel banking, CRM, global
treasury, data warehousing, HR and
risk/performance management

Design, build, manage data- centers
with DR solutions

Design, deploy, manage network
implementation
Agility
Value
Simplicity

Faster reporting and decision
making capability

Scalability and robustness

Compliance through better risk
management

Improved productivity

Competitive edge through
world-class customer service

360 degree view of customer

Single sign-on capability for
employees and customers
Fourth large s t s tate -owne d bank, 2800 branche s nationwide, pre s e nce in 21 countries and more
than 30 m illion cus tom e rs
Customer Intimacy
Cost Leadership
Product Innovation
12
Bank of Shanghai

Business agility and
operational efficiency in
core banking

Unified view of customers

Expanded delivery
channels to enable
introduction of new
products

Increased profitability

Managed risk through
operational excellence
Business needs Business benefits
HP solution
The HP difference

Strategic IT partnership approach with single point of contact

Complete range of services inc. custom development, support and finance

Understanding Bank’s aspirations and flexibly addressing them

Systems Integration of
products and services
including Temenos Core
Banking application

Project Management of the
migration and contract

3 year IT operations service
for ASP ‘Finance Lab’
Agility
Value
Simplicity

Management of risk thru
operational excellence

New delivery channels

Product quality

Product lifecycle mgmt.

Focused customer service

Increased profitability of
products and customers

Comprehensive,integrated
products and services
delivered quickly and easily
One of the fas te s t growing com m ercial bank with foreign stake s including HS BC, 200 branche s
nationwide serving about 18 million customers
Customer Intimacy
Cost Leadership
Product Innovation
13
Foreign Banks’ Investment in China’s growing retail
banking market
Shorten the learning curve through
global partnering
Product Innovation
14
Profile o f the Winner
In our view the winner needs to
excel in at least one of the 3 value
disciplines but be on par with the
industry on the other areas.
Thank You

Tài liệu bạn tìm kiếm đã sẵn sàng tải về

Tải bản đầy đủ ngay

×

×